Have one to sell? Sell on Amazon
Flip to back Flip to front
Listen Playing... Paused   You're listening to a sample of the Audible audio edition.
Learn more
See this image

Getting to Yes: Negotiating Agreement Without Giving in [GETTING TO YES 2/E] Paperback – January 1, 1983


See all 45 formats and editions Hide other formats and editions
Amazon Price New from Used from
Kindle
"Please retry"
Paperback, January 1, 1983
$7.26 $1.79

Frequently Bought Together

Getting to Yes: Negotiating Agreement Without Giving in [GETTING TO YES 2/E] + Getting Past No: Negotiating in Difficult Situations + Difficult Conversations: How to Discuss What Matters Most
Buy the selected items together

NO_CONTENT_IN_FEATURE

Best Books of the Month
Best Books of the Month
Want to know our Editors' picks for the best books of the month? Browse Best Books of the Month, featuring our favorite new books in more than a dozen categories.

Product Details

  • Paperback
  • Publisher: Penguin; 2nd edition (1983)
  • ASIN: B001TI3OFA
  • Product Dimensions: 7.6 x 5 x 0.7 inches
  • Shipping Weight: 4 ounces
  • Average Customer Review: 4.3 out of 5 stars  See all reviews (289 customer reviews)
  • Amazon Best Sellers Rank: #838,372 in Books (See Top 100 in Books)

More About the Authors

Discover books, learn about writers, read author blogs, and more.

Customer Reviews

I love the tone that the book is written in and how it is easy to read, understand and follow, making a lot of sense.
Elijah Chingosho
So many great tips on the proper way to negotiate, I wish I had read this book years ago to help me with my business and personal dealings.
Robert Kirk
The book, GETTING TO YES, by Roger Fisher and William Ury is perhaps the most important book on negotiation I have ever read.
Clovis

Most Helpful Customer Reviews

448 of 474 people found the following review helpful By Denis Benchimol Minev on March 24, 2003
Format: Paperback
This is the first book I ever read on negotiating, and at the time I found it extremely good. However, since then, I have read both Shell's "Bargaining for Advantage" and Cialdini's "Influence", and found those two books immensely better than Getting to Yes, for a few different reasons.
Number of stories - in Getting to Yes, the authors do not offer enough stories to burn the concepts into the reader's mind. I personally think stories are the best way to communicate something like negotiating.
Actual psychological concepts explained - Getting to Yes is a summary of findings, and it never explains why certain things work. Without a deep understanding, it is not clear when the concepts work and when they don't. Especially in Influence, you really get to understand how to persuade someone by remembering the core psych concepts.
If you are just looking for a quick intro to negotiating, this is a decent book. If you would like to actually understand people and how to influence them, this is too basic.
2 Comments Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback. If this review is inappropriate, please let us know.
Sorry, we failed to record your vote. Please try again
66 of 68 people found the following review helpful By Clovis on June 14, 2006
Format: Paperback
The book, GETTING TO YES, by Roger Fisher and William Ury is perhaps the most important book on negotiation I have ever read. I have personally benefitted from this book simply because I am even more aware of the importance of preparation and identifying shared interests and taking advantage of them. Respect, always respect, the other person's interests. More importantly, know them well.

Highlights:
The book is on principled negotiation, which is essentially negotiation on merits. The aim is to reach a wise agreement, defined as meeting the legitimate interests of all parties to the extent possible, resolving conflicting interests fairly, and ensuring the agreement is durable and takes community interests in account.

The factors of principled negotiation include:

PEOPLE: separting people from the issues/problems.
INTERESTS: focus on them, particularly mutual interests, and not on "positions." E.g., the expression of "you are in no position to negotiation" is absolutely absurd. One, it is an assumption unless the person stating that carefully prepared. Two, it can generally only hurt the person stating that, generating hostility and conflict. A principled negotiator probes interests, raises questions. The question, then, is "what are your interests in this deal?" and "Why do you suppose that is a fair proposal?"
PLANNING: a skilled negotiator will gather, organize, and weigh all information carefully relating to a negotiation. If there is one concept I could share with you, it is "prepare."
CRITERIA: prior to reaching an agreement, the parties should agree to using objective criteria to measure an agreement; these include market value, precedent, and so forth.
OPTIONS: generate a variety of options to reach an agreement.
Read more ›
Comment Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback. If this review is inappropriate, please let us know.
Sorry, we failed to record your vote. Please try again
135 of 146 people found the following review helpful By eric@batna.com on January 8, 1998
Format: Paperback
The foundation of all great negotiation books, Getting to Yes gives you the real essence of mutual gains negotiation. It's a neat, concise, little paperback, and a fast read. It's so neat and concise, in fact, that you should buy multiple copies and hand them out to people you like - or to people you want to like you. I've read it a dozen or so times and I keep finding new insights. The main ideas of the book are that positional negotiation is pointless, and that our negotiations should focus on interests rather than positions. As far as I'm concerned, if that's the only thing you recall from reading this book, you'll have learned something indispensable. But, by the time you finish Getting to Yes, you'll be convinced that negotiation is a simple matter of figuring out what you really want, what the other side wants, and working out the space where those interests intersect -- despite the generalizations, deletions, and distortions the other side might use to confuse you. One of the leading fundamental constructs presented in Getting to Yes - which differs radically from my own number one tenet - is "separate the people from the problem." Getting to Yes proposes that problems exist objectively and can be analyzed on their own merits, independent of people's perceptions, attributions, and relationships. My contention is that a problem only exists to whatever extent it is perceived by the beholder. As such , there is no problem if you separate the people from it. In real life, it's impossible to disentangle people issues from discussions of "concrete substance." Regardless of the prescriptive in Getting to Yes, real problem solving negotiations require constant simultaneous attention to the problem and the people.Read more ›
6 Comments Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback. If this review is inappropriate, please let us know.
Sorry, we failed to record your vote. Please try again
47 of 51 people found the following review helpful By j4u on December 22, 1999
Format: Paperback
Overall, I like this book a lot and I found it very useful.
Actually I didn't read through the whole book. Yet I did capture the key point of the book - 'Don't bargain over positions'. Then I used this principle-based negotiation in real life. For instance, when I am facing a challenge from my partner on my proposal, I won't fight back directly. I will first seek for the mutual interest, a common ground. Then I'll explain why I think my proposal can help achieve the mutual interest. Then I ask the opposing partner what he/she think and whether he/she wants to share any better proposal to achieve this mutual interest. If my/mutual interest can be satisfied, yet my partner has a better way to do it, then why not change my own proposal? I tried this approach several times and they all worked out pretty well. Most of the times I successfully convinced my partner without damaging relationship. A few times I changed my position yet I was still happy because I still had my interest satisfied.
Net, this book is really useful and recommend to BUY for everyone.
Comment Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback. If this review is inappropriate, please let us know.
Sorry, we failed to record your vote. Please try again